The Outlook for Forecourt Retailing in Europe - Business Insights

BUSINESS INSIGHTS
The Outlook for Forecourt Retailing in Europe
Developing new strategies to extract profit from the forecourt
Strategic Management Report

BUSINESS INSIGHTS
The Outlook for Forecourt Retailing in Europe
Developing new strategies to extract profit from the forecourt
“Market saturation has meant
that growth strategies rely upon
either penetrating sectors of the
market with low fuel card
take-up rates or by acquiring
clients from other fuel card
operators. Service
differentiation may help in this
latter strategy...”
Source: The Outlook for
Forecourt Retailing in Europe:
Developing new strategies to
extract profit from the
forecourt
The development of the forecourt shop channel in the UK, France and
Germany and, to an increasing extent, other western European
countries, has largely been driven by the penetration of the traditional
fuel retailing market by the hypermarkets.
Traditional service stations have been quick to adopt relationships with
retailers and to invest in providing a more holistic approach to serving
the consumer. But as the market starts to contract, where are the major
opportunities for the next 5 years?
The new report The Outlook for Forecourt Retailing in Europe:
Developing new strategies to extract profit from the forecourt
provides the latest research, analysis and forecasts that will enable you
to develop killer forecourt strategies.
The report not only looks at the simple enhancements to your current
services, it goes further by examining the technologies for enabling
greater security in outdoor payments for example and providing step
by step strategies for developing profitable relationships with your
customers through advanced CRM techniques.
A Practical Guide
The Outlook for Forecourt Retailing in Europe: Developing new
strategies to extract profit from the forecourt provides you with:
• A analysis of the emergence, growth and future for the
forecourt shop looking at the drivers for convenience retailing and
examining seven of Europe’s leading forecourt markets
• An examination of new payment mechanisms - the report
assesses the key drivers for outdoor payment systems, future
developments for plastic cards and evaluates the key emerging
technologies such as mobile payment
• Methods of reducing the inherent security problems associated
with outdoor payments through a detailed assessment of security
measures such as authorisation systems
• A step-by-step guide to developing a more holistic approach
to CRM, the report examines how to manage customer
relationships and how to influence customer behaviour
Imagine what you could know tomorrow...

The Value Proposition
“To date, most oil company
loyalty card schemes have not
maximised their potential. This
will need to be addressed,
especially as the contribution of
non-fuel business increases...”
Source: The Outlook for
Forecourt Retailing in Europe:
Developing new strategies to
extract profit from the
forecourt
Based upon unique market research and analysis this report will
enable you to:
• Dramatically increase ROI by introducing effective CRM
systems which will enable you to profitably influence customer
behaviour
• Increase revenue streams by offering forecourt as an
‘eFulfillment’ centre for online retailers, take advantage of your
prime location, extended opening hours and parking facilities
• Reduce costs caused by credit and fuel card theft whilst
developing advanced outdoor payment systems
The Answers to Your Questions
• Identify and effectively target new customer segments such as
the ‘top-up’ shopper or attack the traditional supermarket
customer: the weekly shopper
• Achieve differentiation through shifting your focus from solely
fuel retail to the provision of complementary services and an ever
more diverse range of non-fuel offerings
Motives for investing in outdoor payment
facilities in Western European countries
• How can CRM techniques enable you
to influence customer segments?
Average importance rating
5
4
3
2
1
0
Average rating
Highest rating
Hours T'put Queues Speed Costs Price
9
8
7
6
5
4
3
2
1
0
Frequency of highest rating
• Where are the future revenue
opportunities in forecourt retailing?
• How can you achieve differentiation
in the saturated and highly
competitive fuel retail market?
• What strategies can you to adopt to
target new customer segments?
N.B. Rating on a scale of 1-5, where 5 indicates high importance
Source: The Outlook for Forecourt Retailing in Europe: Developing new strategies to
extract profit from the forecourt
• What are the current trends in the
European forecourt market?
www.Globalbusinessinsights.com

BUSINESS INSIGHTS
Table of Contents - abridged
EXECUTIVE SUMMARY
CHAPTER 1: CHANGES IN THE FUEL
RETAILING MARKET
• The market in context
• Market volume
• Fuel sales by type
• Total network size
• Fuel sales per site
• Developments in the sector
- Mergers and acquisitions
- Retail alliances
- Non-fuel focus
- Destination service stations
- Full convenience store
- On-the-go shop
- Unmanned sites
• Looking forward
- Mergers and acquisitions
- Volume growth
- Network growth
- Fuel sales per site
CHAPTER 2: FROM FUEL OUTLET TO
RETAIL OUTLET?
• Network growth, 1999-2005
• The economics of the non-fuel offering
• The value of the forecourt shop market
• Developing the product mix, 1999-2005
• The development of the forecourt shop
channel
- Types of partnerships
• Distribution outlets - the 'local loop' of
online shopping
- Market value
- Market structure
- Customer dynamics
- Potential market value
- Three tiers within Europe
CHAPTER 3: NEW PAYMENT
MECHANISMS
• Drivers for the rise in new payment
mechanisms
- Penetration of plastic cards
- Types of payment on the forecourt
- Drivers for outdoor payment investment
in Europe
• Choices for fuel retailers
- Low retail margins force retailers to cut
costs
- Conventional outdoor payment
• Emerging technologies for payment
- Mobile payment
- Transponders
• European penetration of advanced
payment methods
CHAPTER 4: MANAGING CUSTOMER
RELATIONSHIPS
• B2B relationships - the fuel card
- 'On the road' services
- Security
- Online services
- Historical data and trend analysis
• Strategies for success
- Action point 1 - 'Total solution' providers
must develop a comprehensive set of 'on
the road' services
- Action point 2 - Security systems must
be tightened and designed to enable a
full range of reporting services
- Action point 3 - Online capability is
essential to delivering flexibility and the
maximum opportunity for analysis-driven
cost savings
- Action point 4 - Smart card and telematic
technologies must be exploited to
further improve flexibility and the
potential for analysis-driven cost savings
• B2C - Managing the relationship with the
motorist
- Discovering the 'right' customers
• Loyalty schemes as vehicles for CRM
• Using loyalty schemes to target
differentiated value
• Forecourt optimization
• Best customer needs and forecourt
strategies
- Stage 1: Forecourt elements
- Stage 2: Shop categories
- Stage 3: Priority Sections
• Future developments
Imagine what you could know tomorrow...

Sample Information from the Report
CHAPTER 3:
New payment mechanisms
Automated systems to feature principally in Germany and UK
16
Average parcels per site per day
14
12
10
8
6
4
2
0
Automated at many sites
Automated at busiest sites
Attended only
2000 2001 2002 2003 2004 2005
Germany
UK
France
Sc andinavia
Benelux
It aly
Austria
Spain
RoI
Portugal
Source: The Outlook for Forecourt Retailing in Europe: Developing new strategies to extract profit from
the forecourt
Introduction
For many visitors to the service station, they may witness a 'revolution' in the service
offering over the near-to-medium term. Mini-supermarkets, that replicate much of
what they can by at the full-sized supermarket in the shopping centre, will become
more prevalent. Indeed, not only will the service station look new, many sites will
offer a revolution in how customers actually pay. This will be seen through the
installation of advanced payment facilities.
Advanced payment mechanisms are facilities that allow customers to pay with cash,
cards, or other funds transfer conduits. Service station operators are increasingly
acknowledging the potential of payment automation at their sites. This growth is
being driven, on the one hand, by increasing customer demand for choice, addedvalue
services, speed and convenience, and on the other hand, by their own need to
increase operational efficiency, in order to combat the problem of declining retail
margins.
By 2005, 48bn litres of fuel is forecast to be paid for at outdoor terminals, which are
projected to be present at almost one-third of the regional network. The value of the
market for outdoor payment is forecast to reach €42bn by 2005.
www.Globalbusinessinsight.com

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